Friday, May 31, 2024

The Marketing Perspective | Marketing vs. Sales [Endless Customers Podcast S.1. Ep. 36]

About This Episode

"Marketing and sales should be friends. We find that when those teams do work together, there can be huge improvements in so many areas." says Allison Riggs, IMPACT Head Coach. 

This episode of Endless Customers tackles the stereotype that these two departments often don't see eye to eye, leading to silos and missed opportunities. Allison joins Alex Winter to discuss how marketers can approach and improve their relationship with sales to help their business grow.

In order to achieve this harmony, she suggests, "There needs to be at least a monthly meeting between sales team leaders and your marketing team leaders.” Regular, structured communication helps ensure everyone is aligned and working towards the same goals.

"Participation isn’t just about attending meetings. It’s about actively engaging and collaborating," Allison explains. Marketers should encourage sales teams to participate in creating content, sharing insights, and providing feedback. "We're here to support and help, not to flip everything on its head," she reassures, stressing the importance of a collaborative mindset.

Allison offers practical advice for marketers looking to help sales understand the marketing side of things by starting with one key salesperson, “Find a champion within the sales team who is open to trying new things. Start there and build that relationship," she suggests.

The main key is also being sure to share why it’s important: "When they understand the why, the what, the how, it clicks for them," Allison explains. This understanding fosters buy-in and participation from the sales team.

Connect with Allison

Allison Riggs is a Head Coach at IMPACT. She trains sales, marketing, and leadership teams to embrace a culture of radical transparency within their organizations, empowering them to become the most trusted voice in their space.

Keep Learning

Endless Customers is a podcast produced and distributed by IMPACT, a sales and marketing training organization.

We coach businesses to implement our They Ask, You Answer framework to build trust and fill their pipeline. 

For inquiries about sponsorship opportunities or to be considered as a guest, email awinter@impactplus.com.



Author: awinter@impactbnd.com (Alex Winter)

* This article was originally published here

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Wednesday, May 29, 2024

5 AI Marketing Tools That Stand Above the Rest

Literally thousands of new AI tools have been released since ChatGPT burst on the scene at the end of 2022. At the same time, established brands have added AI capabilities to the platforms we already use every day.

AI-landcapeSource: @heyBarsee

There’s no doubt that the pace of innovation has increased from a trickle to a waterfall, and that’s led to a lot of noise and chaos in the marketplace.

People are overwhelmed — and things show no sign of slowing down.

AI tools for the modern marketer

At IMPACT, we work with businesses of all shapes and sizes — which means we see dozens of industries, team structures, and verticals. And within those organizations, we’re coaching marketing teams, training salespeople, and advising senior leadership.

In short, we see a wide swath of the professional landscape.

Below are some tools we advise clients to try out to increase their efficiency and improve their output. 

For each tool, I’ll explain what it does, what it costs, the pros and cons, and my impressions — and this should give you a leg up as you’re sifting through the crowded AI landscape.

Here we go.

1. Video and audio editing tool: Descript

Descript is an AI-powered video and audio editor that will transcribe your footage automatically so you can edit it just like a Word document.

Decript

How you can use it

Descript uses speech detection AI to transcribe any audio or video file you feed it. The accuracy they offer is some of the highest I’ve seen. If there are errors, industry terms, or specific names you want to ensure Descript remembers moving forward, you can add them to your own glossary to be even quicker in the future, which is cool. 

Another feature I found was that you can add new scenes with one click. Simply adding a slash “/” within your script will allow you to add a new scene. Descript has thousands of clips, gifs, and images to choose from to add to your video, or you can simply create your own. Little tips and tricks like this can be found in their resource center, so users can continue to learn from one another.

The user experience is very smooth and Descript allows you to apply text-based editing to save you time and ease overall. I only see Descript getting better from here and I’d expect its competitors will follow suit in terms of text-based editing for their users. 

Advantages

  • The dashboard operates like a drive system, allowing for collaboration with teammates
  • There's voice cloning 
  • Magic Menu (in the Pro tier) identifies filler works and lets you decide what to remove
  • Precision editing  
  • There are regularly held “Descript 101” webinars that get recorded and stored in a learning hub

Disadvantages

  • Transcription is about 90% accurate (This is some of the highest I’ve seen, but there is still room for improvement.)
  • The voice clone can sound pixeled and robotic 
  • The voice clone in editing has some speech synthesis issues during long sentences
  • The timeline in the video editor doesn’t let you drag/drop/slide as seamlessly as other editing tools
  • You can't go into detail with keyframing and color grading, creating on-screen graphics, and/or text that you can in tools like Adobe Premiere

What it costs

There’s a free version, with Creator ($12/month), Pro ($24/month), and Enterprise tiers. Full details on their pricing page.

2. Video clipping tool: Opus Clips

Opus Clip is also a video editing tool, but with a specific purpose: To turn long-form video into digestible shorts. Think: Cut a 30-minute podcast into 10 vertical-framed 30-second short-form videos. As an example, here's a clip we made with Opus.

How you can use it

Like a lot of AI, Opus Clip is a multiplier. If you're trying to generate a lot of content, a tool like Opus can get videos out the door at a tremendous rate. While you won't have as much control as you do in a traditional editor like Adobe Premiere, the clips are serviceable — and you can do minimal editing within the platform.

We all know that short-form video is crucial for engaging with your audience, and Opus can help you speed that process up. 

Users report that the tools has improved significantly of late, so if you tried this in the past and were unimpressed, give it another look.   

Advantages

  • AI can scan your full video to find relevant clips and hooks
  • Face tracking software is very accurate
  • Can help you smoothly cut filler words 
  • Provides accurate captions and some basic animation
  • You can use AI to insert b-roll into clips

Disadvantages

  • Chosen clips are not always the best
  • Editing software can be clunky at times
  • B-roll tool struggles to understand context

What it costs

There's a free version, then you can choose Starter ($9/month) or Pro ($29/month)

3. Writing assistant: Hyperwrite

The best AI tools feel collaborative in nature. That way, the user has more control over the finished output. Hyperwrite is an AI writing assistant that learns how you write so it can continually improve what it generates. 

How you can use it

Hyperwite offers a full suite of writing services, from full generation to translation to summarizing. You can use it write a new blog post from scratch, draft a follow-up email. do research, or craft a social post. For marketers, this can be a god-send. 

Hyperwrite-tools-ai

There are tons of AI writing tools on the marketplace right now, from well-established do-it-alls like ChatGPT to specific ones like Jasper. Hyperwrite is my go-to for the quality of what it produces and its ease of use. Plus, as a Chrome extension, you can use Hyperwrite across all platforms. 

Advantages

  • Simple to use across all platforms
  • Adapts to your voice to mimic the style and tone you write with naturally
  • Easily expand a short piece of text into something more fleshed out

Disadvantages

  • Credit limits on the basic plan may not be enough for your needs
  • Hyperwrite gets outperformed by ChatGPT on some writing tasks
  • Some users have complained about the speed of the output

What it costs

Premium: $20/month, Ultra: $45/month

4. Search Engine Optimization tool: SurferSEO

Surfer SEO is a cloud-based on-page optimization tool that allows you to analyze and compare your own pages against what currently ranks in SERPs.

SurferSEO

How you can use it

Through my experience with a variety of writers across a variety of industries, SEO seems to be the one thing they all overthink.

I recommend this tool quite often to my clients as they try to rank in Google. I don’t see this as a tool someone would need forever, but a great tool to utilize if you are new to SEO and don’t have the bandwidth to learn everything all at once.

I specifically love the actionable feedback it lists out for you in the SEO checker on the dashboard. This information is very direct and doesn’t leave you feeling unsure as to what you need to do to improve your content.

Advantages

  • Surfer Academy offers a library learning resources
  • Integrates with Google Docs and WordPress
  • Edit and write right within the tool to receive your SEO score
  • Analyze and compare your own pages to what ranks well already, with 500+ ranking factors
  • The Content Planner tool will find related keywords and arrange them in cluster format so that you can easily create content and do internal linking

Disadvantages

  • No free trial option, only a 7-day money-back guarantee
  • The Domain Planner tool only supports the top 100 pages (not all pages on your site)
  • The WordPress integration doesn’t work with accuracy 100% of the time
  • Keyword research isn’t as intensive or descriptive as it could be 
  • The SERP Analyzer tool includes a lot of unnecessary data points, which can be overwhelming to make sense of

What it costs

Tiers include Essential ($89/month), Scale ($129/month), Scale AI ($219/month), and Enterprise.

5. Time management tool: Reclaim

Reclaim is a smart scheduling app for Google Calendar that uses artificial intelligence to automatically build the perfect schedule for your priorities every week.

reclaim-app

How you can use it

I trialed this tool for a few weeks and found it extremely helpful. With that said, I am an overly organized, color-coded planner type of individual, so I may not be the best use case for Reclaim. However, I now recommend this to my clients all the time. 

It doesn’t matter what industry or what department you work in — a lot can go wrong if your calendar is chaotic. Having everything organized in one spot gives you the freedom to maximize your availability without clogging up your calendar. 

The coolest part, I think, is when a meeting is canceled or something shifts in your calendar, Reclaim will auto-reschedule it for you at an opportune time.

And lastly, Reclaim will adjust your events from “Free” to “Busy” as you get busier — so you stay flexible, but not overly available. 

Advantages

  • Reclaim 101 offers live educational webinars 
  • Integrates with Google Calendar, Slack, Click Up, and more
  • Sync unlimited calendars (and availability) to prevent conflicts
  • Auto-block time for tasks and routines and find the best time for 1:1 meetings
  • Add breaks and travel time around meetings
  • Reprioritize your entire calendar easily when things change

Disadvantages

  • Does not integrate with Outlook (yet)
  • There is a learning curve when you first start using the tool
  • You cannot access all of the functions from your own calendar — you will have to have the app open in another tab to have full access
  • Notifications can become overwhelming quickly, though they can be adjusted

My thoughts

I trialed this tool for a few weeks and found it extremely helpful. With that said, I am an overly organized, color-coded planner type of individual, so I may not be the best use case for Reclaim. However, I now recommend this to my clients all the time. 

It doesn’t matter what industry or what department you work in — a lot can go wrong if your calendar is chaotic. Having everything organized in one spot gives you the freedom to maximize your availability without clogging up your calendar. 

The coolest part, I think, is when a meeting is canceled or something shifts in your calendar, Reclaim will auto-reschedule it for you at an opportune time. And lastly, Reclaim will adjust your events from “Free” to “Busy” as you get busier — so you stay flexible, but not overly available. 

What it costs

Lite (free for life), Starter ($8/month per user), Business ($12/month per user), Enterprise ($18/month per user).

The tool is only as good as the person who uses it

While these tools open up amazing possibilities, remember that they, themselves, are not a strategy. They are not insight or creativity, either.

Let these tools enhance and speed up the work you do, but don’t expect them to do the job for you. 

AI-strategy

And remember, the AI landscape is shifting by the day. These tools will improve, others will emerge, and category kings will eventually come to dominate. 

Keep experimenting and learning. 



Author: jbecker@impactbnd.com (John Becker)

* This article was originally published here

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Tuesday, May 28, 2024

The Future of AI with Cary Weston [Endless Customers Podcast S.1. Ep. 35]

About This Episode

"In moments where you’re faced with unfamiliar technology, remember: it's okay to feel uncomfortable. Curiosity and capability go hand in hand when learning something new." - Cary Weston

In this episode of Endless Customers, Alex Winter sits down with Cary Weston, an agency owner and They Ask, You Answer certified coach, to explore the potential of artificial intelligence (AI) in modern marketing and sales.

Cary's journey with AI began with curiosity and evolved into The ChatGPT Experiment, a podcast designed for curious beginners. He wants to help those who are curious to get started with AI become capable users, integrating the basics into their daily work.

Cary understands that many people, including business owners, are intimidated by AI and its unknown potential. By understanding this, Cary has been able to help businesses feel more comfortable with new technology.

Cary offers a practical example of using AI to streamline customer inquiries. By using ChatGPT to search through email transcripts, his client identified common questions and created a "How to Order" page, significantly reducing repetitive inquiries and improving customer satisfaction.

He also discusses how to maintain authenticity in AI-generated content by using it as an assistant rather than something that does all the work for you. He states, "AI is like an amazing instrument. It's a tool and a problem-solving partner, not a replacement for human effort."

Connect with Cary Weston

Cary Weston is a partner at Sutherland Weston and the creator of The ChatGPT Experiment podcast.

Keep Learning



Author: awinter@impactbnd.com (Alex Winter)

* This article was originally published here

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Thursday, May 23, 2024

Sales Training: How Much Does It Cost?

Every year, it gets more and more expensive to run your business. To keep up, you expect your team to increase sales so you can meet your business goals.

Many business leaders look to improve the performance of their sales team by investing in a sales training program. These sorts of training initiatives are big business: U.S. companies spend more than $70 billion on sales training each year. 

With a limited training budget, you need to know that the dollars you spend on training are going to come back to your business as increased revenue. 

With that in mind, let’s look at some sales training options and what you can expect to spend on them. 

Remember, sales training comes in all shapes and sizes — from free online options to fully customized training programs for enterprise-level teams. Below, I’ll break down some different options and what you (and your team) can expect to spend on each. I’ll cover:

  • The price range of sales training
  • Representative options for every budget
  • Some pro tips to improve the effectiveness of any training you do

Why you should invest in sales training

A business cannot prosper without sales, and there are graveyards littered with organizations that wasted away because they couldn’t get prospects to buy.

Whether you’re a solopreneur or a company of thousands, sales success is vital to your growth. The better your sales conversations go, the better your bottom line.

But sales is hard. Last year, only about a quarter of sales professionals exceeded their quota.

Improving these numbers takes time. In addition to sales training for your frontline sales reps, you should audit your entire sales process, including prospecting, sales enablement, pipeline management, and communication.

Sales performance depends on a dizzying number of variables, and the more you can improve each one, the more you’ll see your team sell. 

For this reason, sales training is a crucial investment for companies of all sizes and types. 

For the most successful sales teams, ongoing training is part of their culture. Sales reps are reviewing calls with their managers, practicing role-plays with their colleagues, regularly attending online workshops, and reading books to stay on top of their game. 

If organizations don’t create a training budget and invest in their teams, their sales performance will suffer. 

The cost of sales training 

So, what should you expect to spend on sales training? You probably won’t be surprised to learn that sales training runs a wide spectrum in terms of cost. There are free options, and there are options that cost tens of thousands of dollars. 

In general, what you’re going to pay will vary based on a few factors, all of which are pretty obvious:

  • The amount of personal feedback: In general, the more individual attention you get, the more you’ll pay.
  • The “prestige” of the teacher: The more well-known, the more you’ll pay.
  • Program duration and number of participants: The longer the training and smaller the cohort, the higher the cost.
  • The degree of customization: If you want your sales training content catered to your business or industry, expect to pay more. 

While the costs can vary widely, you can expect to pay between $400 and $3,000 for a reputable sales training program. However, there are numerous free (and cheap) options for those with smaller budgets, as well as high-end options for larger teams.

One final note: This is by no means meant to be an exhaustive list of the best sales training programs. There are literally thousands of options and hundreds of companies out there that promise to help you improve your selling. The examples below merely represent a range of price points. 

Now, let’s dive in, starting with free options. 

Free sales training options

Don’t look down your nose at free sales training programs. These are resources that you can consume on-demand, and some grant certifications as well.

Online training

  • HubSpot Academy: Inbound Sales Certification 
    For those of you in the inbound space (and let’s be honest, everyone wants to be in inbound these days), this free, three-hour course (plus exam) offers a great overview of how you can use inbound principles to enhance your sales skill set. 

  • IMPACT+: Fundamentals of They Ask, You Answer with Marcus Sheridan
    This free course offers a new approach to sales that focuses on buyer education and trust. Marcus explains how savvy sales reps are using his framework to shorten the sales cycle and improve close rates. From there, you can take free courses that focus on prospecting, 1:1 video techniques, and sales enablement.

  • Coursera: Successful Negotiation: Essential Strategies and Skills
    There are hundreds of sales and marketing courses on Coursera. This one, put on by the University of Michigan, offers 17 hours of instruction on several sales-related topics. It’s free to enroll, but to earn the certificate at the end you’ll need to pay $90. 
  • Sales Scripter: SMART Sales System Training Program
    This is another example of a great free resource out there. In 13 hours, you’ll receive instruction in a range of sales skills, from writing sales scripts to how to prospect on LinkedIn.

Books and podcasts

Each year, there are whole libraries of new books written about sales — and weeks’ worth of podcast content. While these resources don’t offer you the interactivity of traditional training, they can be a vital supplement to learning you do through other pathways. 

  • Gap Selling by Keenan challenges traditional sales techniques so salespeople can break through and close more deals.
  • The Challenger Sale by Matthew Dixon and Brent Adamson explains how great salespeople build the right relationships with their customers.
  • The GTM Now Podcast puts out weekly episodes with top business luminaries who share their stories and advice. 
  • Sales Logic Podcast seeks to build your confidence by addressing the most challenging questions in sales. Episodes drop weekly. 
  • Endless Customers Podcast helps you win trust and close more sales by focusing on buyer education.

Pro tip: Want to multiply the learning you get from a book or online course? Take it with a friend or form a book group. Research shows that when you discuss ideas and engage with concepts, you’re more likely to retain what you learn. 

Mid-level options: Certificates and courses ($400-$6,000)

There are thousands of online and in-person options for sales training, so picking the right one will come down to your budget, time frame, and area of focus.

Major universities offer sales certificate programs to enhance your skills and build your resume. 

  • For example, check out this option from Northwestern’s Kellogg School of Business: Mastering Sales: A Toolkit For Success. This 10-week online course includes live lectures, activities, and homework. Those who enroll can expect to dedicate 4-6 hours each week, and the cost is $2,314.
    Screenshot 2024-05-06 at 11.38.08 AM
  • UCLA offers a certificate in Professional Selling and Sales Management that mixes online and in-person learning. The program is designed to be completed in half a year (full-time) or 18 months part-time, and includes courses on business ethics, market research, and customer prospecting. The cost is about $6,000, including all fees and course materials. 

  • If you’re not interested in the university route, you can work with a reputable sales training company like Dale Carnegie. Their Dale Carnegie Sales Training: Winning with Relationship Selling program offers franchised learning opportunities all over the world. Three full-day sessions (or eight shorter ones) will run you $2,195. You’ll get hands-on instruction from certified trainers to help you develop and implement a sales strategy.
  • Sell Better offers individual access to its online learning platform for $395 per year (or $800 for lifetime access). The company guarantees its results, so you’ll get your money back if you’re not happy with what you’ve learned. Members get access to online master classes, monthly live training sessions, and certification options. 

Pro tip: Many of these options offer online communities and forums for connecting with other sales professionals just like you.

Make use of these!

Network with your peers and see if anyone will be willing to practice what you’ve learned. When you do low-stakes role-plays, you maximize your learning.

High-end sales training cost: Customized group instruction ($10,000 and up)

At the top end of the sales training pyramid are customized learning experiences. These could occur on site at your location or online, but you’re paying a premium for a personalized training program.

This type of training prices out most buyers, so it’s specifically for corporate group training and high-earning individuals who are looking for that extra edge to advance. At this level, price is highly customized based on the needs of the client and the number of participants.

Organizations like Hoffman and Rain Group offer programs for teams to reach the next level. Here, a Rain Group spokesman explains what the company does. 

If you’re in the market for this kind of tailored program, talk to your network to try and get a recommendation. See what options have been most impactful for others. Then reach out and negotiate. If you’re a high-end client, firms will fight to win you, so take advantage of that position. 

Note: You’ll be expected to pay travel costs if you’re looking to have an on-site training program. 

Pro tip: You can make the best sales training even better by actively incorporating it into your company culture after the training ends.

Before your training starts, form an “accountability pact” with your team that helps you keep practicing what you learn. During the training ask for materials and recommendations for bringing what you learn into long-term practice

Find the training you need

According to the U.S. Bureau of Labor and Statistics, there are over 13 million salespeople in the country. That’s over 8% of the total labor force in the United States. 

But recently, that number has been shrinking as salespeople play a smaller and smaller role in customer purchases. Today, buyers are looking to self-educate, only reaching out to a sales rep when they are in the final stages of their buying journey — if they reach out at all.

In such a competitive marketplace, it’s imperative that sales teams stay on top of their game, sharpening their skills with regular training and self-study. 

The options above can help you do just that. 



Author: jbecker@impactbnd.com (John Becker)

* This article was originally published here

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Monday, May 20, 2024

Leveraging AI Tools To Close More Deals [Endless Customers Podcast S.1 Ep.33]

About This Episode

Artificial Intelligence (AI) is transforming the sales industry in profound ways. In this episode, Chris Duprey, IMPACT's Head Coach and Chief Customer Officer, explains how sales professionals can leverage AI tools to level-up their performance and drive better results.

“AI is at a point where it can be really, really helpful if sales folks are proactive in their approach,” Chris says. But only if salespeople are willing to get into the sandbox and start experimenting. 

Imagine having an AI assistant in your virtual meetings that provides real-time feedback. Chris mentions tools that can tell you, “you’re using too many filler words, you're speaking too fast, or you're using your hands way too much.” This immediate feedback helps salespeople refine their presentation skills and enhance their communication effectiveness.

Tools like Gong and Otter.ai can also help personalize follow-up communications based on previous interactions. By analyzing call transcripts, AI identifies major concerns and areas of interest, enabling salespeople to tailor their responses more effectively

Chris understands the concerns many have about AI, but he says this often comes from people who’ve never really seen what it can do. 

At a recent presentation, Chris saw initial skepticism about AI turn into excitement as attendees began to understand its potential. “Most people come in uneducated or undereducated on what's out there for AI,” he notes. However, once people see the practical applications and benefits, their mindset changes. “It’s about becoming aware and then choosing to leverage that awareness.”

AI can be a powerful ally for sales professionals. It’s not about replacing human interaction but enhancing it with data-driven insights and efficiencies. As Chris puts it, “The more efficiencies you can create, the more successful you will be.”

Connect with Chris Duprey

Chris Duprey is a sought-after speaker and business coach with over two decades of leadership experience. 

Get to know Chris through his IMPACT bio page

Connect with Chris on LinkedIn

Keep Learning

Other Tools Chris Mentioned



Author: awinter@impactbnd.com (Alex Winter)

* This article was originally published here

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Thursday, May 16, 2024

How to Know When You’ve Outgrown HubSpot Sales Hub Starter

For companies looking to get their sales team started with HubSpot Sales Hub, the Starter tier offers a great balance of function and affordability. (After all, it’s called Starter for a reason.) 

Even getting your sales team to use a CRM (or customer relationship management software) can be a challenge for many businesses, so any step in the CRM direction means progress. 

Because some organizations anticipate hesitancy from their sales reps to fully embrace a CRM, they don’t want to plunk down more money than they need to.

For those in that position, Sales Starter is a good solution. But, I’ll say it again: It’s called Starter for a reason. Many sales teams find that they begin feeling the limitations sooner than they might think.

Jess Palmeri is a lead HubSpot trainer here at IMPACT. She notes: “Some of our clients begin with Starter for the low financial investment, thinking an upgrade to Pro could happen way down the line. But they find themselves ready to jump to Pro in six to 12 months — way faster than they anticipated.”

If you’re using HubSpot Sales Hub Starter — or are planning to — here’s how to know if and when an upgrade to Pro is the right call for your business.

Is Sales Hub Starter a long-term solution for my team?

First off, it’s important to note that different companies can have very different HubSpot needs. 

Larger companies coming to HubSpot from another CRM such as Salesforce or Zendesk are likely to jump right into Sales Hub Pro. (In fact, we usually recommend our clients use the whole Pro suite, which comes with discounts.) They’re likely to know what they need, and it’s just a question of integrations and data migration that need to be addressed before they get up and running.

Sales Hub Starter

A smaller business might be coming to HubSpot after using spreadsheets or another home-grown organizational system. For them, Sales Hub Starter is a big step up, and it might actually be a fairly long-term solution. If they’re not growing rapidly, Starter could work for them forever. 

But for many businesses, Starter is just that — a way to learn HubSpot and get their feet wet before upgrading. 

And the price is right. 

According to Jess, “If a company is starting from scratch, the Starter rate of $25 per seat per month is much more palatable than $100 per seat per month for Pro.”

But when they’re ready, the functionality of Pro easily justifies the cost. So, let’s see exactly what it is that Pro offers that’s worth the extra cost.

3 key Sales Hub Pro features that cause people to upgrade

Although Sales Hub Pro offers dozens of capabilities and functions that Starter does not, Jess says it comes down to three features that make it a worthwhile investment for our clients.

1. Custom reporting and sales analytics

First up, with Pro you will have access to amazing reporting and analytics tools that let you easily look at data in ways that would normally take hours to compile.

Jess says “HubSpot has a sales analytics tool that almost eliminates the need to build your own sales reports.” There are numerous reporting options that can be configured to your team’s needs. 

HubSpot sales reports

If you want to look at a report on close rates or see how long your deals are taking, you can see that in a few clicks. Says Jess (affectionately), “It would take one of your nerdy people a good bit of time to build a report like the one you can easily get with Sales Hub Pro.”

So you can deploy your nerds elsewhere. 

2. Automation and sequences

“If you want to automate anything in your sales process,” Jess says, “you’ll need the functionality that’s available in Pro.” 

Automation improves your sales team’s performance from start to finish. Automation is generally used more by managers than by the sales reps themselves. When a lead comes in, that lead can be automatically assigned to one of your sales reps on a round-robin basis. 

Then, as a deal moves from one stage to another, that can trigger certain actions to occur, which could include emails being sent or notifications going to a manager.


These automation features keep teams running smoothly and give managers insights into each sales rep’s pipeline.

Sequences

Related to automation are sequences, which allow your team to more easily follow up with prospects in the sales process. Email sequences allow for nurturing campaigns to keep prospects engaged who are not yet ready to buy. 

For example, if a site visitor comes and reads several articles about a particular product, a rep could trigger a sequence that sends several helpful emails related to their needs — without the sales rep having to send each one individually. 

Sales reps find themselves sending very similar emails to client after client. Rather than having to write out the same follow-up email after each exploratory call, say, they can build a template and start a sequence.

Then, they don’t have to remember to send another email in three days if the first one didn’t get a response. The sequence automatically takes care of this.

For sales reps working dozens of deals at once, sequences help economize the process and prevent things from slipping through the cracks. 

3. Prospecting Workspace

HubSpot's Prospecting Workspace is the center of a salesperson's day-to-day workload. Here they can see their tasks, access their contacts, and stay up on what actions are the highest priority. 

tasks-video

(source)

For salespeople used to less sophisticated systems, Prospecting Workspace is a game-changer — and it's a compelling reason to upgrade. You'll see much more efficiency from your sales team almost immediately. 

How to know when the time is right for your HubSpot upgrade

Considering your unique needs, how will you know if or when an upgrade makes sense? Jess offers a simple solution to this complex question: Listen to your sales team

“If they’re just using the CRM to keep track of their pipeline,” she says, “you’ve probably not outgrown Starter.” But when they start using the tool more heavily — and mentioning how expanded functionality could help them — you might be ready to upgrade. 

“Once your sales reps are logging and tracking all of their deal activity, as well as all of their communication with prospects,” Jess says, “they’re going to start to feel the limitations of the Starter tier.”

The same thing can be said for data. If your sales team bemoans the fact that they can’t parse and analyze the HubSpot data because doing so is too labor-intensive, Sales Hub Pro is probably in your near future. 

Remember, an upgrade to your HubSpot CRM is a good sign!

Although no business wants to spend money it doesn’t have to, don’t be upset by the fact that you’re moving from Starter to Pro. If you’re in the market to upgrade, it usually has to do with three things:

  1. Your sales team is fully bought into using the CRM. They’re tracking deals and logging call notes with it. This should be celebrated. Some sales teams are very resistant to getting even this far
  2. You’re growing. More revenue means more sales reps, more deals, and more customers. You might just need a bigger and better system to keep track of it all.
  3. You’re using data to make decisions. Paying for HubSpot is paying for data. When you have data you can make sense of, you can make better decisions about how you market and sell to your customers. Paying a little more each month to make more informed decisions sounds like a good deal to me. 

Still, you want to make sure you’re not overpaying to get what you need. Check out this article: Think you’re paying too much for HubSpot? Here’s how to get your money’s worth

When you’re ready to make the jump, though, you should see the upgrade to Pro as a clear metric of progress. You’ll be amazed by what you can do. 



Author: jbecker@impactbnd.com (John Becker)

* This article was originally published here

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